Zilliant Pricing Software Helps Unisource Manage Customer Pricing

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Leading B2B distributor deploys price administration for 24,000 U.S-based customers

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Prior to implementing Zilliant's Margin Manager, our salespeople relied on an un-structured system to quote and maintain customer prices and were not able to quickly provide updated customer price lists

Zilliant, the leading provider of price optimization and margin management solutions for B2B manufacturers, distributors, high-tech, and industrial service companies, and Unisource Worldwide, Inc., one of the leading distributors of paper, packaging and facility supplies in North America, today announced Unisource has successfully deployed Zilliant's Margin Manager software to more than 70 distribution centers across the U.S.

Margin Manager is now being used by Unisource to manage the Pricing Administration for all of its U.S. customers and 800,000 pricing lines. In addition, Unisource has integrated Zilliant's software into its sales management, accounting and activity-based costing systems to provide optimized and real-time pricing guidance to its team of approximately 800 sales professionals, and 250 customer service representatives located throughout the U.S. As a result, Unisource salespeople are able to deliver competitive and profitable pricing for the hundreds of thousands of SKUs in their product catalogue.

"Prior to implementing Zilliant's Margin Manager, our salespeople relied on an un-structured system to quote and maintain customer prices and were not able to quickly provide updated customer price lists," said Bob Vezeau, vice president of strategic pricing for Unisource. "Now our team is able to immediately generate these lists. They are also equipped with pricing guidance specific to each individual customer-product combination, based on factors such as geographic market, average customer transaction size, customer annual purchases, product mix, and cost to serve.

"One of the main reasons we chose Zilliant as our pricing partner was because the company had a thorough understanding of distribution sales dynamics," he continued. "The company demonstrated savvy knowledge of our sales environment, and had integrated this insight into their software."

Already known throughout the distribution industry for their superior customer service, Unisource has also seen the pricing software enhance the overall sales process, for both customers and sales staff alike.

"Zilliant's Margin Manager bolsters our sales professionals' confidence by providing our team with clear and consistent pricing information at their fingertips," explains Ken Winterhalter, president, Sales for Unisource. "Eliminating uncertainty from the pricing management process allows us to offer customized pricing, in recognition of the specific customer and product circumstances. Pricing is also constantly updated to reflect changing costs and market dynamics."

"At Unisource the customer always comes first, and we continuously seek opportunities to invest in and implement new systems and processes to better service them," said Vezeau. "It isn't often that a company can find such a great investment in its existing business who estimates that the return on investment of the total Zilliant deployment will be under a year. Zilliant's Margin Manager provides us a means to both quickly update our customer pricing, and also communicate these changes to customers, significantly improving our customers' experience."

"Unisource is a textbook example of where price optimization and margin management technology can provide beneficial results for both supplier and customer," said Tim Hamilton, svp sales and marketing for Zilliant. "We look forward to working with Unisource on their product cost negotiations as a next step to their price administration efforts."

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About Unisource Worldwide, Inc.
Unisource Worldwide, Inc., (http://www.unisourcelink.com) is a leading independent marketer and distributor of commercial printing and business imaging papers, packaging systems and facility supplies and equipment in North America. Headquartered in Norcross, Ga., Unisource is one of the largest private companies in the United States and offers the most comprehensive suite of products and services in the industry. With more than 5,500 team members - including sales, customer service and technical support specialists; approximately 85 distribution centers; and a fleet of "Big Red" trucks - Unisource can deliver what your business needs when and where you want it - locally, regionally and nationally.

About Zilliant
Zilliant is the leading provider of price optimization and margin management solu-tions for B2B manufacturing, distribution, high-tech, and industrial service companies. Zilliant uses existing transactional data to improve decisions across all facets of price analysis, price setting and execution. Zilliant helps companies achieve the best pricing possible on every deal, agreement, and price list, increasing profits by tens of millions of dollars. Headquartered in Austin, Texas, Zilliant is a privately held company. Investors include Austin Ventures, Cardinal Ventures, Panorama Capital, and Trellis Partners. For more information contact Zilliant at 877.893.1085 or visit http://www.zilliant.com.

Media Contacts:
Dana Marruffo

Kevin Feeney
Senior Director, Corporate Communications
Unisource Worldwide, Inc.

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